Basic Negotiating Tips

We all negotiate in our personal and professional lives. We negotiate when we go to a garage sale, or when we want to do something different at work, or when we are dealing with members of the public.

Sometimes its easy to negotiate, but other times, when we have a great deal at stake or we are upset, the task can be intimidating or difficult.

Trying To Win At All Costs

If you "win" there must be a loser, and that can create more difficulty down the road. The best perspective in negotiation is to try to find a solution where both parties "win". Try not to view negotiation as a contest that must be won.

Becoming Emotional

It's normal to become emotional during negotiation that is important. However, as we get more emotional, we are less able to channel our negotiating behaviour in constructive ways. It is important to maintain control.

Not Trying To Understand The Other Person

Since we are trying to find a solution acceptable to both parties, we need to understand the other person's needs, and wants with respect to the issue. If we don't know what the person needs or wants, we will be unable to negotiate properly. Often, when we take the time to find out about the other person, we discover that there is no significant disagreement.

Focusing On Personalities, Not Issues

Particularly with people we don't like much, we have a tendency to get off track by focusing on how difficult or obnoxious the person seems. Once this happens, effective negotiation is impossible. It is important to stick to the issues, and put aside our degree of like or dislike for the individual.

Solicit The Other's Perspective

In a negotiating situation use questions to find out what the other person's concerns and needs might be. You might try:
What do you need from me on this?
What are your concerns about what I am suggesting / asking?

When you hear the other person express their needs or concerns, use listening responses to make sure you heard correctly.
For example: So, you are saying that you are worried that you will get lost in the shuffle and we will forget about you...Is that right?
I

f I have this right, you want to make sure that the phones are covered over lunch?
State Your Needs
The other person needs to know what you need. It is important to state not only what you need but why you need it. Often disagreement may exist regarding the method for solving an issue, but not about the overall goal.
For example:
I would like an hour on Tuesday to go to the doctor. I want to make sure I am healthy so I can contribute better to the organization.
Prepare Options Beforehand Before entering into a negotiating session, prepare some options that you can suggest if your preferred solution is not acceptable. Anticipate why the other person may resist your suggestion, and be prepared to counter with an alternative.

Don't Argue

Negotiating is about finding solutions...Arguing is about trying to prove the other person wrong. We know that when negotiating turns into each party trying to prove the other one wrong, no progress gets made. Don't waste time arguing. If you disagree with something state your disagreement in a gentle but assertive way. Don't demean the other person or get into a power struggle.

Consider Timing

There are good times to negotiate and bad times. Bad times include those situations where there is:
. a high degree of anger on either side
. preoccupation with something else
. a high level of stress
. tiredness on one side or the other
Time negotiations to avoid these times. If they arise during negotiations a time-out/rest period is in order, or perhaps rescheduling to a better time.

Source:www.work911.com

The Do's and Don'ts on How to Ask for a Pay Raise

Asking for a pay rise can be a stressful and worrying prospect. However more and more we are forced to go beyond the boundaries of company reviews and request more money as individual bargaining becomes more commonplace. Here is a simple list of Do's and Don't to help you get that raise!

DO

1. Arrange your meeting in advance.

It is a good idea to prepare your boss for the meeting rather than just marching into their office because you have had enough and want that pay rise now! If you place the meeting to link in with something like the completion of a project especially one you were involved in heavily it may produce better results.

2. Do your homework well in advance.

Before you meet you should have a clear record of your achievements with your company that you can quote from to prove your worth. Do not go overboard with this however, keep it simple and concise and if possible provide testimonials from happy customers or managers within your company.

3. Think about your demands from the boss's point of view.

Why do you deserve this pay rise? Why would your boss give you this pay rise? Your boss must be convinced of the merit of giving away more money to you so you must ask what factors would influence his or her decision. Have you brought financial benefits to your company or helped your department in significant ways with new ideas or procedures?

4. Explain how a pay rise will help the company.

When a company considers giving you more money they must not only be convinced of your past merits but what benefits you will bring to the company in the future. You should be able to explain what you will do for the company over the next year or two that will make their investment in you worthwhile. However do not over commit yourself with unreasonable boasts you cannot fulfill.

5. Investigate salaries.

Try to find out what people in comparable positions in the firm or at rival companies earn. Look at job ads in newspapers or on the internet. Trade magazines frequently carry out salary surveys.

6. Be open-minded.

Pay is only one part of a package your company offers you. Sometimes your boss may refuse you a pay rise for a variety of reasons but may be well disposed to giving further benefits such as medical cover, life insurance, extra bonuses, share options and many more. Sometimes these benefits may be worth more in the long run than a simple pay rise!

DON'T

1. Expect too much.

Rates of pay may be on the increase but most companies deal with pay rises and promotions in a standard way of annual pay reviews. If you want your case to be treated as special and outside of the normal review you must be sure your reasons are very good.

2. Approach your boss at the wrong time.

Make sure you do not approach your boss just before a stressful meeting or after your company issues a profit warning. The mood your boss is in and the constraints and pressures he is under will affect things greatly.

3. Expect your boss to offer you a pay rise as a matter of course.

If you do not advertise your worth to the company in some way your achievements will hardly be recognized. Make sure your supervisors and managers know who you are and what good work you do. Do not go too far though as boasting will not earn you too many friends.

4. Plead on emotional grounds or get confrontational.

Just because you have a baby on the way or are buying a new house does not mean the boss will grant you more money. You still have to prove you deserve the promotion. Companies exist to make money and are not charities.

5. Threaten to walk out if you are turned down.

You are not indispensable no matter what you think. This also shows a lack of commitment to your company and will not go down well. If you do not get your raise now try to set a date to review your pay in the future as another option.

Be confident and Good luck!

from:ezinearticles.com